Business, general

A Niche in Time

Article Abstract:

When Sky Courier first began business it concentrated on offering quick delivery for legal firms and corporations who were willing to pay more for speed and service. But soon several giants crowded out the field, and their size allowed them to also offer speed and low prices. Sky Courier saw that the market would be dominated by these few giants with little left over for the smaller firms. So Sky Courier, in order to survive, decided to expand into other markets. First it began its VAX division, which was devoted to serving those in ad-agency and graphic-arts markets. The company is also in the process of creating new divisions for the medical market and a VIP delivery service. Sky Courier is an aggressive company that likes to hire sales people with killer instinct, and then the company uses both the stick and the carrot to obtain results from them. The company will not limit itself to a specific part of the industry, saying that they are part of the communications industry, and that the future may find them branching out into many areas within that industry.

But Will They Still Love You Tomorrow?

Article Abstract:

MBT Associates is an architectural firm that knows the value of developing a long term client relationship. In the last several years, during the recessions of the late 1970s and early 1980s MBT, like others in its profession, saw their business decline. In an effort to drum up commissions, MBT went after all projects possible. When this effort did not pay off, MBT decided to pursue only those clients whose needs best matched MBT's expertise. So now MBT courts clients whose needs include technologically complex projects, such as research and laboratory facilities. MBT does research on potential clients, sends out mailings to previous clients, and performs yearly checks on completed buildings. By concentrating on what it does best, and selling itself through soft PR, MBT is now one of the nation's fastest growing private companies.

The Piggyback Strategy

Article Abstract:

Bank Earnings International (BEI) became a successful consulting firm with cross country clients in a limited time span. This was accomplished when they entered into a joint venture partnership with a much larger company named Electronic Data Systems (EDS). Each company realized the other could help them become more competitive while helping themselves. EDS and BEI entered into serious, rather delicate talks about the pairing. BEI has since entered into other partnerships to expand. BEI serves as an independent contractor to EDS.